1. The Kauffmann Group, LLC Outsourcing Expert Mini-Briefing HIRING EXCEPTIONAL SALESPEOPLE January 2008

2. 2 The Kauffmann Group, LLC Hiring Exceptional Salespeople The Exceptional Salesperson Hiring Process Characteristics Understanding of Sales Methodologies Competitive Knowledge

3. 3 The Kauffmann Group, LLC The Exceptional Salesperson In short, exceptional sales professionals don’t think like salespeople; they think from their customers' perspective and look at the situation through a similar lens. They aren’t worried about making the sale or being impressive. They are focused on understanding their customer's view, their world, and the unique requirements their customer may have.

4. 4 The Kauffmann Group, LLC Hiring Process Step One: Carefully Define Your Requirements * Develop a detailed job description Step Two: Know Available Resources * Identify the names of top sales performers who are working for your competitors * Target top sales performers in companies that sell complementary products to your customer base Step Three: Sell the Job * Company Vision * Unique Sales Proposition * Competitive Strategies * Growth and Advancement Opportunities Step Four: Understand the Skills and Traits of Top Performers Step Five: Develop A Rigorous Process * Build the right interview team including different personality types from a cross section of your company (sales, marketing, finance, and human resources) * Train each interviewer on behaviorial interviewing skills * Assign different topics to people * Record team member written feedback after interviews * Implement sales assessment testing process * Conduct a 360 degree background check * Offer

5. 5 The Kauffmann Group, LLC Characteristics Protect Their Customer’s Self Esteem Don’t Present Driven: Sense of urgency and a need to accomplish the task at hand. Confidence: Believes in their own abilities. Outgoing: Project a great first impression and is energized by social interactions. Assertive: Effectively control interactions. Funny: Engages customer emotions, is likeable and memorable. Structured: Leads the customer through the process, organized and follows through. Relational: Cares about the person, not just the sale, effectively identifies customer needs. Focused: Doesn't get sidetracked, knows the final destination.

6. 6 The Kauffmann Group, LLC Understanding of Sales Methodologies Have an appreciation for different sales methodologies Can clearly articulate the values of each Understand how to incorporate sales methodologies in a real world sales environment

7. 7 The Kauffmann Group, LLC Competitive Knowledge Intimately understands competitive strengths and weaknesses Understands their sales approach Identified their Unique Value Proposition Developed a detailed comparison with competitive products/services Has an appreciation for competitive customer agreements

8. 8 The Kauffmann Group, LLC Additional Information For more information on this topic feel free to contact this presenter directly at: Marc Kauffmann President The Kauffmann Group, LLC CHANGING THE WAY BUSINESS DOES BUSINESS Telephone: (201) 797-4541 Facsimile: (201) 797-0676 E-Mail: mkauffmann@thekauffmanngroup.commkauffmann@thekauffmanngroup.com Web site: http://www.thekauffmanngroup.comhttp://www.thekauffmanngroup.com